Cisco Sales Essentials Version 4.0 (CSE)
2 days Instructor-Led

Course Overview

Cisco Sales Essentials Version 4.0 (CSE) is a 2 day course that provides the introductory information needed to resell Cisco core products and solutions. This course gives a comprehensive overview of the purpose of Cisco’s current solutions, and how each solution interconnects. Course topics include network systems, mobility, unified communications, data center, and security. The course concludes with an overview of Cisco Incentive Programs and other tools to help partners effectively sell Cisco products. CSE 4.0 covers the essential topics and concepts required to pass the 646-204 Cisco Sales Expert Exam.


Prerequisites

The knowledge and skills a learner must have before attending this course include:

Sales Networking 101 is recommended but not required


Who will benefit from this course?

This course is intended for Cisco Account Mangers and System Engineers affiliated with Cisco or Cisco partners. This is the foundational prerequisite for all partner account manager specializations. This course will help salespeople with conceptual understanding of Cisco products and solutions as well as the knowledge on how to sell those products and solutions.


Course Objectives

After completing this course, the student should be able to:

•Describe Cisco strengths and why it is beneficial to partner with them
•Describe Cisco Network Systems solutions
•Describe Cisco mobility solutions
•Describe Cisco Unified Communications solutions
•Describe Cisco data center solutions
•Describe security solutions
•Describe how to use partner support and technical services to increase revenue

Course Outline

Introduction to Cisco

Lesson 1: Why Cisco?

• Cisco Strengths
• The Cisco Vision
• Cisco IOS Software
• Certifications and Specializations Network Systems

Lesson 1: Introduction to Network Systems:

• Value Proposition
• Understanding Routing & Switching
• WAN Overview
• Enterprise Composite Network Model Overview

Lesson 2: Overview of Network Systems Products:

• Cisco Switching Products
• Layer 2 Switching Products
• Multilayer Switches
• Integrated Services Router
• Cisco 7XXX Series Routers
• Service Provider

Lesson 3: Network Systems Market-Level Success Stories: Challenges, Solutions, Benefits, and Opportunities

• Small and Medium Business
• Commercial
• Enterprise

Mobility

Lesson 1: Introduction to Mobility

• Solution Overview
• Value Proposition
• Network Product Portfolio
• High-Level Overview of Cisco Mobility Products
• Distributed and Centralized WLAN Solutions
• Benefits of Cisco Unified Wireless Networks

Lesson 2: Mobility Market-Level Success Stories

• Challenges, Solutions, Benefits, Opportunities
• Small and medium business
• Enterprise
• Commercial

Unified Communications

Lesson 1: Introduction to Unified communications (UC)

• Solution Overview
• Value Proposition
• What is Unified Communications?
• Cisco Unified Communications Applications
• Cisco UC Clients
• Messaging
• Conferencing
• Telephone Applications
• High-Level Overview of Cisco UC Products
• Cisco Unified Communications Components
• Cisco IP Telephony
• Cisco Unified Communications Applications
• Cisco Communications Infrastructure
• Cisco Voice Network Management

Lesson 2: Cisco UC Market-Level Success Stories

• Challenges, Solutions, Benefits, Opportunities
• Small and medium business
• Enterprise
• Commercial

Data Center

Lesson 1: Introduction to Cisco Data Center

• Solution Overview
• Value Proposition
• The Cisco Data Center
• Application Layer
• High-Level Overview of Cisco Data Center Products
• Network Infrastructure layer
• Interactive Services Layer

Lesson 2: Cisco Data Center Market-Level Success Stories

• Challenges, Solutions, Benefits, Opportunities
• Enterprise
• Commercial

Security

Lesson 1: Introduction to Security

• Solution Overview
• Value Proposition
• Security Challenges
• Addressing Security Threats

Lesson 2: High-Level Overview of Cisco Security Products

• Intrusion Prevention
• Endpoint Security
• Anomaly Detection and Mitigation
• Trust and Identity
• Security Management
• Firewall and VPN
• Stateful Firewalls
• Application Layer Gateway
• Cisco ASA 5500 Series Advanced Inspection and Prevention
• Cisco ASA 5500 Series Content Security and Control

Lesson 3: Security Market-Level Success Stories

• Challenges, Solutions, Benefits, Opportunities
• Small and Medium Business
• Commercial
• Enterprise

Partner Support and Technical Services

Lesson 1: Increasing Revenue Using Services and Support

• Introduction to Cisco Services and Support
• Technical Support Services
• Optimize with Cisco Technical Support Services
• Response Times
• Engaging Cisco Field Resources
• Partner Incentive Programs

Lesson 2: Partnership Tools

• Cisco Partner Tools
• Sales Support Tools
• Measurable Key Performance Indicators
• Metrics
• CD and Online Updates
• Using Cisco Discovery

Lesson 3: Training Tools and Promotions

• End-User Benefits
• Cisco Sales Force Benefits